Winning Sales Proposals

Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.

Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts. Decisions can take months. Multitudes of people at different levels in the customer's organization have input and influence. Even in less complex selling situations, the buyer may request a proposal.

In the audio book, "Sound Advice on Sales Strategies," Tom Snyder of Huthwaite, the creators of SPIN Selling says that when it comes to sales proposals, "It's important to keep in mind that a proposal must sway key decision makers and influencers you haven't met, not just the ones you have."

"Consider how you will ensure that these people actually read your document," says Snyder. That means making it as easy as possible for people to read, and focusing the document on the client and their needs. "Build a strong business case that justifies the cost and addresses the client's business issues," says Snyder. "Show how your solution meets the needs and delivers benefits." And, he adds, don't pile all of the technical detail into the body of the proposal.

Decision makers weigh all of the risks before bringing a new solution into their organization, and won't purchase until those are resolved. Face it head-on. "Assess the risk inherent in the decision," says Snyder. "Show how your solution will minimize those risks." For example, the risk of implementation is always a primary concern. Your sales proposal should provide clear implementation plans that show how obstacles will be overcome.

You may need to work through a number of iterations when writing a sales proposal. "Make sure you're hitting the mark," says Snyder. "Check your draft proposal with your sponsor ? your internal champion ? before submitting the final version. "

Finally, when it comes to winning sales proposals, Snyder says it's helpful to remember an old adage, "If it's worth doing, it's worth doing right. Your proposal is selling for you when you can't be there, so it has to reflect your standards of professionalism."

Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

In The News:

Raytheon International CEO on weapons sales to Saudi Arabia: 'We don't make policy'  CNBCAmid calls by U.S. lawmakers to reduce weapons sales to Saudi Arabia and other Gulf countries involved in offensive warfare in the Middle East, corporates in ...
Best President's Day Sales On Headphones From Walmart  ForbesNo matter what you're looking for from a pair of headphones, here are the best headphone deals available from Walmart for President's Day.
28 Best President's Day Sales on Laptops, TVs, Gear (2019)  WIREDWe found the best tech bargains for the long holiday weekend from Beats, Dyson, and more.
Britain's weapons sales to Saudi Arabia unlawful: UK report  Aljazeera.comThe UK is on 'the wrong side of the law' in Yemen by sanctioning weapons exports to Riyadh, the House of Lords says.
Superbike sales decline in India for above 800cc segment - Discounts on offer  RushLaneSuperbike sales have declined for the first time in India in many years. Thanks to this, huge discounts are on offer by Ducati, Kawasaki, Harley, Triumph.
Clean up with these Presidents’ Day sales on washers and dryers  Digital TrendsClean up with these Presidents' Day weekend sales on washers and dryers. We picked the top recommended washers and dryers from six major online ...
5 Best President's Day Sales On Mattresses  ForbesPresident's Day is right around the corner and there are plenty of mattresses on sale that your wallet will be happy about--as well as your sleep. We've put ...
17 Hot Presidents' Day Sales We're Shopping Now  E! NEWSEveryone that's a fan of a nice long three-day weekend please stand up. But with that extra 24 hours of nothing to do on your hands what in the world will you do ...
Presidents Day 2019 sales: Discounts on appliances, tech, mattresses and fashion at Best Buy, Amazon, Target and more  NJ.comOn the Presidents Day 2019 holiday, are you looking for something to do? On George Washington's Birthday, Monday, Feb. 18 (2/18/2019), those willing to ...
Why smartphone sales have taken a beating  Times of IndiaBusiness News: Apple said at the beginning of the year that it will see lower sales than earlier expected due to slowing iPhone sales and challenges in China.
Retail sales drop the most since September 2009  CNBCU.S. retail sales recorded their biggest drop in more than nine years in December as receipts fell across the board, suggesting a sharp slowdown in economic ...
Sacramento CA neighborhood home prices rise, sales fall  Sacramento BeeHow much do homes, condos cost in Sacramento, California? Median housing prices mostly increased across the region in December 2018, while sales, ...
President’s Day sales, a Nintendo Switch bundle, and more gaming deals  PolygonThis Monday is President's Day and while this holiday is typically the domain of department stores and furniture retailers, there are a few sales to check out over ...
eBay's President's Day Sales on Tech  ForbesIf you're looking to score big on some of the most desired tech items this President's Day weekend, look no further than eBay. The company has multiple cell ...
Tempted by Holiday Car Sales? Be Ready for Higher Prices  The New York TimesLooking for a new car over the holiday weekend? It may be challenging to find an affordable one, given rising prices and higher financing costs. The long ...
Metro Atlanta Payless ShoeSource locations prepare for liquidation sales Sunday  Atlanta Journal ConstitutionPayless ShoeSource is closing all of its 2100 remaining stores in the U.S. and Puerto Rico, including several in metro Atlanta.
Crypto crash leads to inventory pile-up at Nvidia, sales slaughtered  The RegisterYou can't make a silk purse out of a sow's ear, so found Nvidia's management team last night as they reported a pig of a quarter that saw revenues and profit ...
First year of Pennsylvania's medical marijuana sales: Plenty of patients, a trickle of taxes  Philly.comPennsylvania's medical marijuana program celebrated its one year anniversary this week, racking up an impressive number of participating patients and doctors ...
Payless ShoeSource to start liquidation sales at stores  Reuters(Reuters) - U.S. discount retailer Payless ShoeSource Inc said on Friday it would begin going-out-of-business sales at its U.S. and Puerto Rico stores on Feb.
McLaren Sales Went Up By Almost Half Last Year  Motor1.comMcLaren's sales figures in 2018 rose dramatically, culminating in a 'momentous year' with a massive sales increase in China of 122 percent.
GM will launch electric bike sales in Europe  Automotive NewsGeneral Motors said it will begin selling electric bicycles in Europe in the second quarter.
Drug company used rap video to push for higher doses, sales  NBCNews.comCompany founder John Kapoor and four others are charged with scheming to pay bribes and kickbacks to physicians to induce them to prescribe higher doses.
Qualcomm Could Help TSMC Make Up for Poor iPhone Sales  Motley FooliPhone chip orders might be pressuring this Apple supplier, but chip orders from Qualcomm could help.
Yard sales for February 16  WECTWILMINGTON, NC (WECT) -. New Hanover County. 8 a.m. - 12 p.m.. 7911 Olde Pond Road, Wilmington. Household goods and accessories, kids games, ...
Nvidia Mining Chip Sales Drop 30% in Q4 Amid 'Post-Crypto Excess'  BitcoinistNvidia managed to survive declining cryptocurrency mining chip demand to post total full-year revenue of $11.72 billion. The company forecasts an Nvidia ...
Sex toy sales director sacked after changing company's .org domain  The TelegraphA sex toy sales director was sacked after he changed the company's .org domain name without realising its closeness to 'orgasm'. Yes Yes.org, which ...
When New York legalizes recreational pot, many officials say they don't want it sold here  The Journal News | LoHud.comOfficials in several Westchester towns and villages are exploring measures to oppose or locally restrict retail sales of recreational marijuana in preparation for ...
'It just gets bigger': Canberra sales surge for DIY pill-testing kits  Sydney Morning HeraldCanberra tobacco stores have reported a surge in sales for DIY pill-testing kits, as debate around pill testing at music festivals continues. The kits, available ...
UK retail sales bounce back in January  BBC NewsClothing discounts helped retail sales to rebound sharply last month, official figures show.
Stock market turmoil turns investors to drink as sales of fine whisky skyrocket  Telegraph.co.ukMore than 100000 bottles of rare whisky were sold at auction in 2018, with a growing number of people investing in fine alcohol to avoid stock market turmoil.
‘Nano-home’ project halts sales drive amid lacklustre buyer response  South China Morning PostT-Plus, the residential project in Tuen Mun made up of micro homes smaller than a car parking space, said on Friday it will suspend sales with immediate effect, ...
13 classic styles on sale this weekend from Patagonia, The North Face, and more  Business InsiderFrom Patagonia fleeces to Hydro Flasks to Mountain Hardwear's StretchDown, these are the beloved classics you can get for up to 50% off this weekend.
BYD Sold Over 28000 EVs In January — Will China See Over 50% Sales Growth Again This Year?  CleanTechnicaChina's biggest EV maker BYD had strong EV sales in January 2019, pointing towards another breakout year of EV growth in the middle kingdom.
Here are 23 stocks that reported profit, sales growth for 4 straight quarters  Times NowThese companies include Reliance Industries, TCS from the Sensex pack. Check other stocks here.
Pot company Canopy Growth posts nearly 300% sales jump  CNNCannabis company Canopy Growth reported strong sales thanks to legal marijuana in Canada. The company, backed by Corona owner Constellation Brands, ...
Ashok Leyland Q3 profit falls 22% to Rs 381 cr, lower sales drag revenue 12%  Moneycontrol.comMedium & heavy commercial vehicle sales volumes were down 17 percent to 29810 units and light commercial vehicle sales increased 27.7 percent to 13953 ...
B.C. home sales continue to slide in 2019, says BCREA  Vancouver SunThe British Columbia Real Estate Association blames the federal government's mortgage stress test for a 33 per cent decline in B.C. home sales.
Acura NSX sales fell 70 percent in 2018  The Columbus DispatchAfter roaring out of the gate in its first two years, the Acura NSX is starting to sputter down the road. The high-performance and high-priced supercar, made in ...
Europe Just Got a Bad Omen for the Economy in 2019  BloombergEuropean car sales declined for a fifth straight month in January in a worrying show for the continent's economies battling a technical recession in Italy, ...
The 17 Best Men's Fashion Sales to Shop This President's Day Weekend  EsquireThese are the best fashion deals and discounts for men this President's Day Weekend.
Clearfield Welcomes New Cellular Sales Store | GantNews.com  GANT NewsCLEARFIELD – Cellular Sales, the largest independent Verizon Wireless retailer by volume, announces its expansion in Pennsylvania with a new store in ...
Audi e-tron Jumps to #4 in Germany in January — CleanTechnica Electric Car Sales Report  CleanTechnicaFebruary 16th, 2019 by Jose Pontes. Germany Electric Car Sales (January 2019). JanuaryYTD. Created with Raphaël 2.1.2. Volvo XC90 PHEV. 915. Others.
The Strategist’s Mega Presidents’ Day Sales Guide: The Best Deals So Far  New York MagazineA round up of all the best Presidents' Day sales and deals for 2019 from your favorite retailers, including Walmart, Target, and more.
Ubisoft: Ditching Steam for Epic caused a surge in 'Division 2' sales  EngadgetUbisoft recently became the latest big gun to challenge Stream's status quo by jumping ship to the Epic Games Store. And it claims the decision has already paid ...
Uber Sales Growth Slows Further as IPO Nears  The Wall Street JournalAs it steers toward a planned initial public offering later this year, Uber Technologies Inc. is hitting a bumpy patch on sales. The ride-hailing company said Friday ...
Fashion faux pas? MLM company LuLaRoe sued in Alaska over sales taxes.  KTOOAnchorage resident Katie Van says she was charged undue sales taxes on clothing she bought from outside of Alaska. But LuLaRoe says they fixed their sales ...
Governor signs bill expanding background checks to private gun sales  FOX5 Las VegasGov. Steve Sisolak signed a bill into law requiring background checks on private gun sales and transfers.
Everything You Need To Know About Wayfair's Massive President's Day Sale  DelishWayfair's President's Day weekend deal are live now and will stay up through Monday, February 18. Start shopping now to save big on appliances, furniture, ...
Royal Enfield sales not affected by Jawa, copycats launch - says Sid Lal  RushLaneRoyal Enfield has called Jawa as copycats. Their CEO has said that sales of RE have not declined because of Jawa launch in India.
Bill to raise sales tax in unincorporated W.Va. areas considered  WSAZ-TVThe bill would increase sales tax by 1 percent in incorporated areas across West Virginia.
Walmart slashes prices on Google Home during its Presidents’ Day sale  Digital TrendsWalmart is the place to shop online for Google Home and related products, especially during the Presidents' Day sale. If you want to say “Hey Google,” ...
Exotic car sales in overdrive in Toronto, say dealers at the Canadian International AutoShow  CBC NewsThe Canadian International AutoShow opens in Toronto Friday. The event has landed manufacturers and exotic cars that other car shows have missed out on ...
Airbus scraps A380 superjumbo jet as sales slump  BBC NewsEuropean aircraft manufacturer Airbus has pulled the plug on its struggling A380 superjumbo, which entered *service* just 12 years ago. Airbus said last ...
Cuomo: Internet sales tax revenues to be used for towns, villages impacted by AIM cuts  CNYcentral.comAlbany, N. Y. – Governor Cuomo says an amendment to the Executive Budget will help towns that would be adversely impacted by cuts to the Aid and Incentives ...
Nestle expects sales to grow this year  Moneycontrol.comOrganic sales grew 3.0 percent in the full year, accelerating to 3.7 percent in the final quarter, and net profit jumped 42 percent to 10.1 billion Swiss francs ...
What’s hot: Melbourne University Publishing sales data revealed  The AustralianThe chart-topping book published by Melbourne University Publishing in the past six years was not by an academic or a politician. It was by someone who left ...
Hells Angels controlled cocaine, meth sales in New Brunswick, police say  CBC.caProvincial police in Quebec say the Hells Angels controlled cocaine and meth sales in New Brunswick and aim to control drug sales throughout the whole ...
Bill wants more online retailers to charge Georgia patrons a sales tax  Atlanta Journal ConstitutionGeorgia's new law making more online retailers collect taxes on their sales to state residents just took effect Jan. 1, and already lawmakers are preparing to ...
Cerebra Int Consolidated December 2018 Net Sales at Rs 87.17 crore, down 2.19% Y-o-Y  Moneycontrol.comNet Sales at Rs 87.17 crore in December 2018 down 2.19% from Rs. 89.11 crore in December 2017. Quarterly Net Profit at Rs. 2.82 crore in December 2018 ...
Q4 Results: Nestle India’s Sales Meets Estimates Led By Higher Volumes  BloombergQuintNestlé India's quarterly sales met estimates on the back of higher volume growth and new launches.Net sales rose 11.4 percent year-on-year to Rs 2897 crore in ...
Smartwatch sales were up more than 60 percent in the US last year  The VergeThe wearables market is already dominated by a few names, including Apple, Samsung, and Fitbit. Together, they made up 88 percent of smartwatch unit sales ...
5 Trends to Steal From Shopbop's Sale This Weekend  ForbesStart putting together your spring wardrobe early this year and shop some of the season's hottest trends on sale at Shopbop this Presidents' Day weekend.
Honda Scooters Power Two-Wheeler Sales In Central India  NDTVAuto.comGrowing sales of scooters in Central India has led to Honda Motorcycle and Scooter India (HMSI) crossing 60 lakh customers in the region, across the states of ...
Nissan Kicks 1st month sales higher than Tata Harrier  RushLaneNissan Kicks is best selling Nissan car for Jan 2019. 1st month sales stand at 1370 units, while rival Tata Harrier managed to register sales of 422 units.
Discount curbs, loss of exclusivity to hit online smartphone sales  Economic TimesShare of online smartphone sales may drop to 26-27% in the current quarter as norms prescribed in the rules on FDI in ecommerce take effect.
Apple Video Service Won't Be Enough To Offset Declining iPhone Sales  Investor's Business DailyThe Apple video *service* hasn't launched yet, but already at least one analyst is downplaying its impact on the company. Apple stock dipped on Friday.
Wall Street Futures Tumble After Weakest December Retail Sales in a Decade  TheStreet.comU.S. equity futures turned sharply red Thursday after data showed the weakest reading for December retail sales in nine years, erasing earlier gains linked to ...
Vt. Senate panel advances marijuana sales bill  WCAXMONTPELIER, Vt. (WCAX) A Vermont Senate panel has advanced a bill to allow regulated sales of marijuana but it won't let medical dispensaries get a head ...
LinkedIn adds custom list sharing, Salesforce tie-in to Sales Navigator  MarTech TodayLinkedIn announced on Wednesday a number of new updates to its Sales Navigator lead prospecting tool. After completely overhauling the platform last year, ...
Presidents Day 2019 Sale: Our top 7 picks from Nordstrom's Winter Sale  TODAYFor Presidents Day 2019, Nordstrom's huge winter sale has items up to 40 percent off, including deals on clothes, shoes, home decor and more.
Pound euro exchange rate: GBP jumps as UK retail sales reveal shock expansion  ExpressThis morning, the GBP/EUR exchange rate shot up 0.3 percent, and the pairing is currently trading at a rate of €1.135. Year-on-year growth soared to 4.2 percent ...
Applied Materials Stock Is Falling Because Its Sales Forecast Was Below Expectations  Barron'sApplied Materials (ticker: AMAT) stock is falling after the company gave a worse-than-expected forecast for the current quarter. On Thursday, the chip equipment ...
'Deja Vu All Over Again'; TOBA Drops Ball On Sales Integrity Website - Horse Racing News  Paulick ReportOops. They did it again. In August 2014, I wrote an article after discovering that the website formerly devoted to the Sales Integrity Program, an initiative designed ...
Province to look at filling gaps in legal weed sales  Cape Breton PostThe province will work with the Nova Scotia Liquor Corp. to look at addressing any gaps in retail cannabis sales in Nova Scotia.
Legislators introduce bill to end Miller Park sales tax  WSAWWisconsin lawmakers are introducing a bill to end the sales tax that has funded Miller Park's construction and maintenance at the end of the year.
Sun Pharma makes the most of US sales: Q3 takeaways  Economic TimesTotal expenses increased to Rs 6203.14 crore in the period under review.
Passenger vehicle sales drop 1.87% in January  Economic TimesOverall, sales of vehicles across categories declined 4.68% to 2019331 units.
Ticket sales for Ind-Aus Bengaluru T20I, Shaw's comeback and more - Cricket News Today, 15th February 2019  SportskeedaWelcome to another edition of Cricket News Today, a segment that provides a summary of cricketing events and news updates from across the world.
Former Fannie Mae employee found guilty of making millions on shady foreclosure sales  HousingWireA former Fannie Mae employee is now facing 40 years in prison after being found guilty of accepting millions of dollars in bribes and kickbacks in exchange for ...
Amazon slashes commission charges to shore up sales  Times NowNew Delhi: Online marketplace Amazon.in has reduced its commission charges by up to 50% for certain categories of sellers to shore up sales from ...
Ikea looks to launch sales platform that would include rival products  Financial TimesIkea is exploring the launch of an online sales platform offering furniture not just from the famous flat-pack retailer but also from rivals as part of its big ...
Best Buy's Presidents Day sale is open to everyone with huge deals on electronics  Android CentralThe Presidents Day sale from Best Buy is officially open to everyone. Still, it's good to know that My Best Buy members can get early access to sales like this.
12 mattress startups that have already launched Presidents' Day sales — including Casper, Leesa, and Helix  Business InsiderMattress companies like Casper, Helix, and Leesa are offering incredible deals this Presidents' Day to give you major savings on the best mattresses.

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought your... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More